Most early-stage sales teams lead with their products. They are typically so excited about their new products, that they get bogged down in selling the minutia of their product’s features and functionality. They think that is what their clients will care about, and that is what is going to drive a sale. A common rookie mistake. As clients don’t really care about you or your products (at this preliminary stage), they care about themselves, and how you are going to help them to solve their problems.